MMM April 2009 PDF

Total No. of Questions : 7] [Total No.
of Printed Pages : 1
[3678]-106
M. M. M. ( Semester - I ) Examination - 2009
CONSUMER BEHAVIOUR
(2008 Pattern)
Time : 3 Hours] [Max. Marks : 70
Instructions :
(1) Attempt any five questions.
(2) All questions carry equal marks.
Q.1) Define Consumer Segmentation. Explain Parameters of Consumer

Segmentation with examples.
Q.2) Discuss Engel - Kollat - Blackwell Model with diagram in detail.
Q.3) (A) Explain meaning of Consumer Behaviour.

(B) Write a detailed note on Consumer Decision-making Process.
Q.4) Discuss Maslow’s Theory of Motivation with reference to Consumer

Behaviour.
Q.5) Write short notes : (Any Two)

(a) Consumer Delight
(b) Consumer Research
(c) Attitude and its Impact on Consumer Behaviour
Q.6) What is the meaning and nature of Personality ? What are the characteristics
and theories of Personality ? What are personality influences on Consumer
Behaviour ?
Q.7) (A) Define Marketing Research.

(B) Write a detailed note on Data Collection.
[3678]-106/1
Total No. of Questions : 6] [Total No. of Printed Pages : 2
[3678]-105
RESEARCH METHODOLOGY
(2008 Pattern)
Instructions :
(1) Question Nos. 1 and 6 are compulsory.
(2) Attempt any three from the remaining.
(3) Figures to the right indicate full marks.
Q.1) (A) Explain importance of defining the Research Problem.

Describe steps involved in formulating Research Problem. [10]
(B) Prepare a Frequency Distribution Table for the following data :
The marks scored by 50 students in an examination paper are

given below :
30 45 48 55 39 25 31 12 18 21 54 59 33
33 43 44 10 38 19 26 41 35 37 41 46 35
51 37 58 48 17 19 23 26 29 38 57 36
44 43 27 31 43 22 31 47 34 18 15 51
(Take classes as 10-20, 20-30,...) [05]
Draw bar chart for the data tabulated above. [05]
Q.2) Explain in detail the Process of Interviewing, as a tool for data

collection. [10]
Q.3) Construct a questionnaire for the survey of television viewer’s opinion,

about the reality shows, featuring child artists. [10]
[3678]-105 1 P.T.O.
Q.4) What are the different methods of Construction of Scales ? What
purpose do scales serve in gathering data. [10]
Q.5) Hypothesis, when formulated, must guide researcher, all through the
research project. In light of above statement, explain qualities of a
workable hypothesis. [10]
Q.6) Write short notes : (Any Four) [20]
(a) Experimental Method
(b) Importance of Sampling in Research
(c) Qualities of a Good Research Report
(d) Primary and Secondary Data
(e) Errors in Measurement
[3678]-105/2
[3678]-104
MANAGERIAL ECONOMICS
(2008 Pattern)
Instructions :
(3) Draw suitable diagram wherever necessary.
Q.1) Define Managerial Economics. Describe its nature, scope and practical
significance.
Q.2) Why Joint Stock Company Form of Business Organisation is popular ?

Give examples.
Q.3) Explain concept of Price Elasticity of Demand w.r.t. type, determinants and
significance.
Q.4) Describe pricing methods namely, cost plus pricing and price skimming.
Q.5) Describe Internal and External Economies of Scale.

Q.6) (A) Distinguish between Accounting Cost and Economic Cost.
(B) What is Cost Plus Pricing ?
Q.7) Write notes on any two of the following :

(a) Price Discrimination
(b) Cartel
(c) Justification for Government Intervention
(d) Any Two Objectives of a Firm
[3678]-104/1
[3677]-103
M. C. M. (Semester - I) Examination - 2009
SOFTWARE ENGINEERING AND BUSINESS PROCESS
(2008 Pattern)
Instructions :
(1) Q. Nos. 1 and 6 are compulsory.
(2) Solve any three from Q. Nos. 2, 3, 4, 5.
Q.1) Newstar Hotels provides AC and Non-AC rooms for customers.

Customer can book rooms in advance either thru e-mail or telephone.
When customer arrives he has to make check-in entry in guest register
and pay advance at counter. Customer can avail various services such
as laundry, car, telephone, internet from respective departments. He
can use restaurant for food. The bill is prepared by respective
departments for services availed by customer. Such bills are submitted
to counter for including in final bill. The final bill is prepared when
customer does check-out. The bill can be paid either by cash or credit
card. The printed bill is given to customer.
(a) Draw 1st Level DFD. [10]
(b) Design normalized file layout for storing customer information,

booking information and service bills. [10]
(c) Draw layout of Final Bill. [05]
Q.2) Draw use case diagram for borrowing and returning book from college
library by staff and student. [10]
[3677]-103 1 P.T.O.
Q.3) For various appointments on various councils and committee, university
conducts election. The voters are categorized as Graduate Voters.
Teachers, PG Teachers, Principals, HODs and Management Represen-
tatives. A person can be voter in one or more category. The voter
can vote at one of the 52 voting centers in 4 districts under jurisdiction
of university. A valid voter can file nomination as candidate for one
or more council or committee. Various documents along with photo-
graph is to submitted while submitting candidature.
Draw E-R Diagram. [10]
Q.4) RTO has framed following rules for issuing license and batch to Auto
Rickshaw Drivers. The person should be minimum 8th std. pass. The
person should be of age above 20 years and should possess valid
LMV driving license. The person should be resident of the city for
more than 10 years otherwise he has to get recommendation from local
municipal council member (Nagarsevak). The person should have
passed written and driving test conducted by RTO.
Draw Decision Table. [10]
Q.5) Explain User Interface Design Methods and Principles. [10]
Q.6) Write short notes : (Any Three) [5x3=15]
(a) Data Codification Schemes
(b) Controlled De-normalization
(c) RAD
(d) Types of Systems
(e) Role of Analyst
[3677]-103/2
[3678]-102
PRINCIPLES OF MARKETING
(2008 Pattern)
Instructions :
(1) Answer any five questions.
Q.1) “Gone are the days of aggressive selling concept and consumer oriented
marketing concept. Now it is essential to understand nature and importance
of competitive marketing concept and societal marketing concept.” Critically
evaluate this statement considering changing concepts of marketing.
Q.2) What do you mean by the term Marketing Environment ? Discuss new trends
in Micro Environment and Macro Environmental Forces influencing Marketing
Decision.
Q.3) What are various bases of Market Segmentation ? As a Marketing Manager

of a Company manufacturing variety of readymade woolen garments, how
would you segment market for such products to be sold all over India ?
Q.4) What are the Functions of Packaging ? Discuss new trends observed in
the sphere of packaging of consumer products in India.
Q.5) Define Pricing. Describe factors influencing Pricing Decision.
Q.6) Distinguish between Advertising and Sales Promotion. Suggest suitable Sales
Promotional Schemes for Consumer Products and Industrial Products.
[3678]-102 1 P.T.O.
Q.7) Write notes : (Any Two)
(a) Approaches to Marketing
(b) Stages in Product Life Cycle
(c) Marketing Ethics
[3678]-102/2
[3678]-101
PRINCIPLES AND PRACTICES OF MANAGEMENT
(2008 Pattern)
Instructions :
(1) Question No. 1 is compulsory.
(2) Solve any three from the remaining questions.
Q.1) (A) Define Management. Explain its importance. Explain Fayol’s

Principles. [15]
(B) Explain Howthorne Experiments. [10]
Q.2) Define Primary and Secondary Motive. Explain Self Actualisation. [15]
Q.3) Explain Leadership. What are different styles of Leadership ? [15]
Q.4) Explain TQM Process and Quality Circles. [15]
Q.5) Explain concepts of Planning and Controlling. [15]
Q.6) Write short notes : (Any Three) [15]

(a) Contributions of Elten Mayo
(b) Alderfer’s Motivation Theory
(c) Corporate Social Responsibility
(d) Knowledge Workers
(e) Effective Teams
[3678]-101/1
[3678]-6
CONSUMER BEHAVIOUR
(2005 Pattern)
Instructions :
Q.1) Explain concept of Consumer Behaviour. What are the major uses or
applications of Consumer Behaviour ?
Q.2) Explain relationship between Environmental Factors and Consumer Behaviour.

Discuss in detail how cultural factors affect Buying Behaviour.
Q.3) What is ‘Consumerism’ ? Explain in detail the role of Government and

Consumers in protecting interests and rights of Indian Consumers.
Q.4) Discuss role of Personality and Self-concept in shaping Consumer Behaviour.
Q.5) “Most of the Purchasing Decisions of Indian Consumer are influenced by

family.” Comment.
Q.6) Write a note on Consumer Decision-making Process.

(a) Consumer Delight
(b) Influence of Reference Groups on Consumer Behaviour
(c) Consumer Complaints - ‘A Sign of Interest’
[3678]-6/1
[3678]-5
RESEARCH METHODOLOGY
(2005 Pattern)
Instructions :
(1) Question Nos. 1 and 6 are compulsory.
(2) Attempt any 3 questions out of the remaining.
(3) Figures to the right side indicate maximum marks.
Q.1) (A) Explain ‘Social Research’. In Business Management, Social

Research has an important role. Describe different functional
areas of Business Management where social research is carried
out. [10]
(B) The following table shows how workers commute to work.
Represent the data in a pie diagram :
Means of Transportation Percentage of Workers
Railway 53
Bus 32
2-Wheeler 03
Car 12 [05]
(C) Prepare Frequency Distribution Table for the following data taking
classes as 5-9, 10-14, .....
19 06 10 14 13 22 15 16
21 21 22 07 10 22 11 31
28 24 26 08 12 23 18 20
24 12 29 24 17 15 09 36
37 21 17 27 39 22 20 16
18 20 33 25 30 11 16 32
19 17 25 09 28 18 23 21
13 34 23 26 14 [05]
[3678]-5 1 P.T.O.
Q.2) Define Sampling in Research. Explain Probability Sampling and
different Probability Sampling Techniques. [10]
Q.3) What are the essential qualities of a Good Research Report ? Explain
Layout of a Research Report. [10]
Q.4) Explain steps involved in formulating a Research Problem. [10]
Q.5) Discuss different methods of Primary Data Collection. [10]
(a) Characteristics of a Hypothesis
(b) Use of Computers in Research
(c) Ranking and Rating Scales
(d) Casual Research Design
(e) Tabular / Graphical Methods of Data Representation
[3678]-5/2
[3678]-4
MANAGERIAL ECONOMICS
(2005 Pattern)
Instructions :
(3) Draw neat diagrams wherever necessary.
Q.1) Define ‘Managerial Economics’. Explain its Micro and Macro Aspects.
Q.2) Compare merits and demerits of Proprietary and Partnership Firm. Which
Form of Business Organisation would you recommend for a small firm ?
Justify.
Q.3) Explain concept of ‘Price Elasticity of Demand’ with reference to types,

methods and practical use.
Q.4) State and explain ‘Law of Variable Proportions’.
Q.5) Describe short-run and long-run equilibrium of a Monopoly Firm.

Comment on long-run price and output.
Q.6) (A) Explain any two Organisational Goals.

(B) How Consumers’ Interest can be protected ?

(a) Exceptions to the Law of Supply
(b) Benefits of Economic Liberalisation
(c) Determinants of Cost
(d) Need of Planning for Business Development
[3678]-4/1
[3678]-3
FUNDAMENTALS OF MANAGEMENT ACCOUNTING
(2005 Pattern)
Instructions :
(2) Solve any 3 questions out of the rest.
Q.1) Explain the terms ‘Cost’ and ‘Costing’. What are the different Elements
of Cost ? [10]
Q.2) (A) Prepare Stores Ledger according to LIFO Method from the
following information : [12]
January, 2008
1 Purchased 1,000 kg at Rs. 4.50 (GRN 48)
8 Issued 2,200 kg
15 Issued 400 kg
22 Issued 1,000 kg
28 Issued 2,500 kg
30 Issued 100 kg
On 18th of January stock verification located shortage of 25 kg.
(B) What is the meaning of ‘Budgetary Control’ ? What are the
different types of budgets prepared ? [08]
[3678]-3 1 P.T.O.
Q.3) (A) Prepare Cost Sheet from the details given below : [15]
Rs.
(1) Opening Stocks :
Finished Goods 1,60,000
Raw Material 2,80,000
Work in Progress 4,00,000
(2) Depreciation on :
Office Furniture 1,740
Plant and Machinery 46,050
Building of Office 16,000
(3) Raw Material Purchased 6,40,000
(4) Carriage Inwards 32,000
(5) Sales 15,36,000
(6) Direct Wages 3,20,000
(7) Indirect Wages 36,000
(8) Factory Supervision 20,000
(9) Factory Repairs 28,000
(10) Heat, Light, Water and Power 1,30,000
(11) Rent, Rates and Taxes 12,600
(12) Factory Expenses 37,400
(13) Sales Commission 67,200
(14) Travelling Expenses 22,000
(15) Sales Promotion 45,000
(16) Sales and Distribution Salaries 36,000
(17) Office Salaries and Expenses 17,200
(18) Income Tax paid 10,800
(19) Dividend paid 10,000
(20) Closing Stocks :
Finished Goods 2,30,000
Raw Material 3,60,000
Work in Progress 3,84,000
[3678]-3 2 Contd.
Additional Information :
(1) Heat, Light and Power are to be shared by Factory, Office
and Selling and Distribution in the ratio 8:1:1.
(2) Rent, Rates and Taxes are shared by Office and Factory
in the ratio 1/3rd and 2/3rd.
(B) Explain the terms Over-absorption and Under-absorption of
Overheads. [05]
Q.4) (A) ABC Ltd. produces 2,000 units of a product in a month.

The other relevant data is as follows :
Variable Cost per unit – Rs. 20
Fixed Cost per month – Rs. 50,000
Selling Price per unit – Rs. 70
Required :
(a) Total and per unit Contribution
(b) Profit for the month
(c) Break-even Sales in units and Value
(d) Number of units required to get a profit of Rs. 30,000
(e) If Selling Price is reduced by Rs. 10 per unit without
changing variable cost per unit or total fixed cost, what
would be the new BEP in units and in value ? [12]
(B) Explain meaning of ‘Primary Distribution of Overheads’. [08]
Q.5) (A) Raja Brothers Ltd. manufactures a product X. It is estimated that

for each kg of raw material consumed 500 articles should be
produced. The standard price per kg of material is Rs. 8. In
the month of January, 2009, 10 kgs of raw material were issued
to production at Rs. 7.80 per kg. The actual production during
the month was 5,020 units.
[3678]-3 3 P.T.O.
Calculate :
(a) Material Cost Variance
(b) Material Price Variance
(c) Material Usage Variance
(d) Material Yield Variance [12]
(B) Expain the following documents used in Purchase Procedure of
Material in any organisation : [08]
(a) Purchase Order
(b) Goods Received Note
Q.6) (A) Prepare Cash Budget from April to June from the following data : [12]
Month Sales Purchases Wages Expenses
(Rs.) (Rs.) (Rs.) (Rs.)
January 80,000 45,000 20,000 5,000
February 80,000 40,000 18,000 6,000
March 75,000 42,000 22,000 6,000
April 90,000 50,000 24,000 7,000
May 85,000 45,000 20,000 6,000
June 80,000 35,000 18,000 5,000
Other Information :
(1) Advance Income Tax of Rs. 4,000 is payable in May.
(2) Rent Rs. 300 paid each month is not included in expenses.
(3) 10% of sales are cash sales. But all purchases are credit
purchases.
(4) Credit purchases are paid after 1 month and credit sales
are collected after 2 months.
(5) Wages are paid after a time lag of 1/2 month. Expenses
are paid in the same month.
(6) Cash and Bank Balance on 1st April was Rs. 13,000.
(B) Explain the following concepts : [08]
(a) Break-even Point
(b) Margin of Safety
[3678]-3/4
[3678]-2
PRINCIPLES OF MARKETING
(2005 Pattern)
Instructions :
(1) Solve any five questions.
Q.1) Define the terms - Market and Marketing. Briefly describe various functions
of Marketing.
Q.2) What do you mean by the terms - Macro Environment and Micro
Environment ? Explain the term PEST Analysis in the context of Macro
Enviornment.
Q.3) Describe various bases of Market Segmentation. How Market Segmentation

can be done in respect of the following products :
(a) Two Wheelers
(b) Toilet Soaps
(c) Newspapers
Q.4) Write a comprehensive note on Market Targeting and Positioning Strategies.

Give suitable examples from Indian Consumer Market.
Q.5) Define the term Marketing Mix. Explain nature and significance of ‘Promotion’
as an Element of Marketing Mix.
[3678]-2 1 P.T.O.
Q.6) What do you mean by Marketing Control ? Explain Marketing Control
Process. Describe Scope of Marketing Audit.

(a) Marketing Process
(b) New Trends in Packaging
(c) Direct Marketing
[3678]-2/2
[3678]-1
PRINCIPLES AND PRACTICES OF MANAGEMENT
(2005 Pattern)
Instructions :
(2) Solve any 3 questions from the remaining.
Q.1) (A) Define Management. Explain Fayol’s Principles of Management. [10]
(B) Explain Federick Taylor’s Contribution to Scientific Management. [15]
Q.2) Explain procedure of Planning in detail. [15]

Q.3) Explain Motivational Theory of Herzberg in detail. [15]
Q.4) What are the factors influencing personality of an Individual ? [15]
Q.5) Discuss in detail the Corporate Social Responsibility of a Corporate

Citizen. [15]
Q.6) Write short notes : (Any Three) [15]
(a) Knowledge Worker
(b) Team Building
(c) Japanese Style of Management
(d) Concept of TOP Management
(e) McGregor’s Theory X and Theory Y
[3678]-1/1
[3678]-206
M. M. M. ( Semester - II ) Examination - 2009
RELATIONSHIP MARKETING
(2008 Pattern)
Instructions :
Q.1) Briefly describe evolution of Relationship Marketing, its significance in Indian

Context.
Q.2) Explain role of IT in building, maintaining and enhancing relationship with

customers.
Q.3) Describe various levels of Customer Profitability Analysis and explain how
it is useful to the firm ?
Q.4) How is Physical Distribution System benefitted by the use of Relationship

Marketing Principles ? Explain describing situations in Corporate World.
Q.5) Explain how a relationship-oriented firm transforms a buyer from the status
of a prospect to that of a Partner. Give examples.
Q.6) As the Business Relationship Manager of Private Airlines Services in India,

what marketing strategy would you suggest to ensure that your customers
don’t switch over to your competitors ? Illustrate your answer.

(a) Relationship Marketing in Mass Markets
(b) Buyer - Seller Relationship
(c) Relationship Marketing in Industry
(d) Database of Customers
[3678]-206/1
[3678]-205
MARKET RESEARCH
(2008 Pattern)
Instructions :
Q.1) Define Market Research. Explain various types of Market Research in detail.
Q.2) Distinguish between Primary Data and Secondary Data. Also discuss their
merits and demerits.
Q.3) What do you understand by Sampling Methods ? Discuss various Probability

and Non-probability Sampling Methods.
Q.4) Design questionnaire for a company which aims to find out customer’s
satisfaction towards their brand. Make necessary assumptions.
Q.5) A retail outlet engaged in selling consumer durables, suddenly experienced

a downfall in the sales. As a Manager of this retail outlet develop a research
project to investigate the reasons.
Q.6) Explain the following :

(a) Likert Scale
(b) Semantic Differential Scale

(a) Telephonic Interview
(b) Report Writing
(c) National Readership Survey
[3678]-205/1
[3678]-204
DISTRIBUTION MANAGEMENT AND LOGISTICS
(2008 Pattern)
Instructions :
Q.1) What role does Marketing Channel play in case of Consumer Durables,
Consumer Non-durables and Industrial Products ?
Q.2) Define Physical Distribution. Describe importance of participants in

Physical Distribution Process.
Q.3) Explain the term ‘Supply Chain Management’. Outline its components and
discuss interdependencies in a Supply Chain.
Q.4) Discuss trends in Wholesaling. Describe importance and types of

Wholesalers.
Q.5) What is the Channel Selection Process and Criteria ? Explain methods in
resolving channel conflicts.
Q.6) Design a channel for distributing : (Any Two)

(a) Readymade Garments
(b) Mineral Water
(c) Personal Computers (PCs)
[3678]-204 1 P.T.O.
(a) Order Processing
(b) Multichannel Marketing
(c) Material Handling
(d) Inventory Management
[3678]-204/2
[3678]-203
SALES MANAGEMENT AND PERSONAL SELLING
(2008 Pattern)
Instructions :
(1) Solve any 5 questions.
Q.1) Define the term ‘Sales Management’. Explain functions of Sales

Management in detail quoting suitable examples. [14]
Q.2) Discuss various activities involved in Salesforce Management. [14]
Q.3) (A) Elaborate Selection Process of Sales Personnel. [08]

(B) What steps will you follow while selecting Salesforce for the
Marketing of Real Estate ? [06]
Q.4) (A) What is the importance of Sales Forecasting ? [06]

(B) Explain various methods of Sales Forecasting. [08]
Q.5) (A) “Success of Sales Department largely depends on the motivation

level of salesforce.” - Comment. [08]
(B) Suggest Motivation Techniques used for Hotel or Restaurant
Staff. [06]
Q.6) Discuss role of Sales Training. Also explain various methods of

Salesforce Training. [14]
[3678]-203 1 P.T.O.
Q.7) Write short notes : (Any Two) [14]
(a) Sales Organisation
(b) Sales Presentations
(c) Sales Records and Reporting System
(d) Characteristics of a Successful Salesman
[3678]-203/2
[3678]-202
RETAIL MARKETING
(2008 Pattern)
Instructions :
Q.1) Define Retailing. Discuss challenges faced by the retail chains with changes
in current global and domestic scenario.
Q.2) Success or failure of a retail outlet depends upon store location. Justify
your answer with suitable examples.
Q.3) Illustrate various types of Store Layouts and the factors affecting Store
Layout.
Q.4) How does the Communication Mix vary for a Super Market than a
Departmental Store ? Discuss.
Q.5) Discuss various applications of IT in retailing. Explain advantages of IT

in retailing.
Q.6) Starbucks, the well known Coffee Chain in America, wants to set up its
retail chain in India. You have been appointed as Retail Manager. Develop
Communication Strategy for Starbucks.
(a) Careers in Retailing
(b) Franchising in Retailing
(c) Positioning in Retailing
[3678]-202/1
[3678]-201
SERVICES MARKETING
(2008 Pattern)
Instructions :
Q.1) What is the current scenario of growth of Services Marketing in India and
in the world ? Explain in detail along with data, facts and figures, charts
and graphs.
Q.2) Explain in detail the four unique characteristics of Services.
Q.3) Which are the extended P’s of Services Marketing ? Explain all P’s in detail.
Q.4) Which and how two important models are used for monitoring and
measuring ‘Customer’s Satisfaction’.
Q.5) How you will do Marketing of Posters, Greeting Cards, Lanterns, Candles,
Chocolates made by the students of Blind School ?
Q.6) What are the effects of not handling the Customers’s Service Complaints
effectively ?
Q.7) Write short notes : (Any Three)

(a) Self Service Technologies
(b) Personnel Selling
(c) Service Quality in Service Marketing
(d) Positioning of Services
(e) Classification of Services
[3678]-201/1
[3678]-26
RELATIONSHIP MARKETING
(2005 Pattern)
Instructions :
(1) Q. Nos. 1 and 6 are compulsory and carry 20 marks each.
(2) Attempt any two questions from Q. Nos. 2 to 5. Each of
these questions carries 15 marks.
(3) Use of suitable examples will be given due weightage.
Q.1) Write short notes : (Any Four)

(a) Customer Profile
(b) Mass Customisation
(c) Value of Complaints
(d) Customer Orientation
(e) Loyalty Schemes
Q.2) What do you mean by Life Time Customer Value ? Explain giving suitable
examples.
Q.3) How is physical distribution system benefitted by the use of Relationship

Marketing Principles ? Explain describing situations in corporate world.
Q.4) Explain how a relationship oriented firm transforms a buyer from the status
of a Prospect to that of a Partner. Give examples.
[3678]-26 1 P.T.O.
Q.5) How customers are classified into different profit tiers : Platinum, Gold,
Iron and Silver ? What are its advantages to the firm ?
Q.6) As a responsible marketing head of an upcoming airlines industry, do you

think there is an advantage in competing on personal service rather than
price ? Also, explain how can you personalise your service to improve
customer service ? Illustrate with examples.
[3678]-26/2
[3678]-25
MARKET RESEARCH
(2005 Pattern)
Instructions :
Q.1) “Market Research is a tool available in the hands of marketers for solving
specific marketing problem.” Discuss.
Q.2) Discuss various problems faced by ‘Researcher’ in :

(a) Collecting Primary and Secondary Data
(b) State various methods of Primary Data Collection.
Q.3) What is Sampling ? Explain various methods of Sampling.
Q.4) Explain following Market Research Techniques :

(a) Test Marketing
(b) National Readership Survey
Q.5) A company manufacturing ‘Ice-creams’ wants to evaluate effectiveness of

advertising campaigns launched at the time of festivals. Develop a tool for
the same.
Q.6) Design a ‘Market Research Project’ to assess feasibility of starting a

‘Departmental Stores’. (Make necessary assumptions)
[3678]-25 1 P.T.O.
(a) Limitations of Market Research
(b) Likert Scale and Semantic Differential Scale
(c) Characteristics of Good Questionnaire
[3678]-25/2
[3678]-24
DISTRIBUTION MANAGEMENT AND LOGISTICS
(2005 Pattern)
Instructions :
Q.1) “Physical Distribution plays major role for Customer Satisfaction.” Do you
agree to this statement ? Explain with suitable example.
Q.2) What is Marketing Channel ? Discuss role and objectives of Marketing

Channels in Product Distribution.
Q.3) ‘Retailer as a last link adds value to the Customer.” Discuss with suitable
example.
Q.4) Explain which factors you have to consider while selecting Marketing
Channel for different types of products ?
Q.5) Design Channel for the following Products : (Any Two)

(a) Sports Car
(b) Herbal Medicine
(c) Sweets
Q.6) Discuss significance and components of Supply Chain Management.
[3678]-24 1 P.T.O.
(a) Types of Retailers
(b) Types of Channel Conflicts
(c) Channel for Consumer Goods
[3678]-24/2
[3678]-23
SALES MANAGEMENT AND PERSONAL SELLING
(2005 Pattern)
Instructions :
Q.1) What are Sales Management’s Objectives in Organisation ? Give its meaning
and relation to Personal Selling.
Q.2) “Forecasting plays an important role in planning and therefore Sales
Forecasting Methods are use.” Explain various methods.
Q.3) What is the need for Sales Organisation with proper structure ? Also write
functions and responsibilities of Sales Manager.
Q.4) What are the procedures and criteria used for Recruitment, Selection and
Training of Salesforce ?
Q.5) Why motivating a Sales Team Member is so much important ? What are
various methods/programs used for Salesforce Motivation ?
Q.6) “Saleforce Training is extremely important.” Why it is so much important
and what are various areas in which salesforce is trained ?
(a) Prospecting
(b) Evaluation of Salesforce Performance
(c) Value Added Selling
(d) Selling of Consumer Products
[3678]-23/1
[3678]-22
RETAIL MARKETING
(2005 Pattern)
Instructions :
(2) Each question carries 14 marks.
Q.1) Define Retailing. Discuss significance and importance of Retailing in context

of present Indian Scenario.
Q.2) Success or Failure of a retail outlet depends on its Location. Do you agree ?
Support your answer with examples.
Q.3) Discuss different types of Store Layouts and the chief considerations for
a Layout Selection.
Q.4) Explain various components of Retail Store Administration. Give examples.
Q.5) Discuss various elements of promotional efforts at the level of Retailers.
Q.6) Explain role of IT in Modernizing Retailing. Support your answer with

suitable examples.

(a) Non-store Retailing
(b) Franchising in Retailing
(c) Category Management
[3678]-22/1
[3678]-21
SERVICES MARKETING
(2005 Pattern)
Instructions :
Q.1) How Concept of Services arrives in the Business ? What is the nature,
characteristics, classification and importance of Services ?
Q.2) Explain in detail the 4 I’s of Services along-with practical examples.
Q.3) What methodology is adopted by businessmen to segment, position and

differentiate Services in the minds of customers ?
Q.4) The Service Delivery Process, Services Blueprint and Services Mapping are
vital parts of Services Marketing. Do you agree with this statement ? Justify
your answer with examples.
Q.5) M/s. Joshi Bros. is opening a new 5 star hotel at Viman-nagar, near to
Pune Airport. How you will undertake marketing of this new hotel ?
Q.6) What roles are played by Services Encounters in Service Marketing ? How
the Customer’s Satisfaction is monitored and measured ? Which methods
are used for the same ?
[3678]-21 1
(a) E-services
(b) Advertising and Sales Promotion is Service.
(c) Social Services of Non-profit Organisation
(d) Service Failures
(e) Extended Services Marketing Mix
[3678]-21/2
[3678]-305
M. M. M. ( Semester - III ) Examination - 2009
RETAIL OPERATION MANAGEMENT
(2008 Pattern)
Instructions :
Q.1) Define ‘Retailing’. Discuss scope of Retail Management in India.
Q.2) “Mom’s Exclusive”, a MNC retail company dealing in kids’ items is planning
to enter India. How should the company go about in designing merchandise
planning ?
Q.3) Develop CRM Programme for a local store selling stationeries near your
Institute. How will this programme help in improving sales ?
Q.4) Discuss techniques for preventing shop lifting from stores. How technologies
can help in preventing shop lifting ?
Q.5) “Higher inventories lead to higher costs whereas low inventories lead to
loss of sales.” Discuss this statement and highlight importance of inventory
management in retailing.
Q.6) What promotional techniques are used by retailers to increase sales ? Can
promotional programmes help in increasing profitability of store ?

(a) Floor Space Management
(b) Buying Process
(c) Merchandise Range
[3678]-305/1
[3678]-304
MARKETING COMMUNICATION
(2008 Pattern)
Instructions :
Q.1) Elaborate on ‘Integrated Marketing Communication’. Discuss the role and

importance of ‘Advertising’ in Integrated Marketing Communication Process.
Q.2) Explain the selection process of an Advertising Agency. Enumerate services

rendered by ‘Full Service Advertising Agency’.
Q.3) Design a media plan for each of the following :
(1) Motorcycle
(2) Tours and Travel Agency
Q.4) Design a copy of print advertisement for :

(1) Launching a New Business Newspaper
(2) Mobile Service Provider
Q.5) Describe Sales Promotion. What are various techniques of Sales Promotion
for :
(1) Fruit Drink
(2) Passenger Car
[3678]-304 1 P.T.O.
Q.6) Discuss various Moral and Ethical Issues in Advertising.
(a) Functions of Advertising
(b) Online Marketing
(c) Percentage of Sales Method of Advertising Appropriation
(d) AIDA
[3678]-304/2
[3678]-303
FINANCIAL SERVICES MARKETING
(2008 Pattern)
Instructions :
Q.1) Discuss Evolution of Plastic Money. Explain importance and features of

Credit Cards.
Q.2) Write a detailed note on Housing Finance.
Q.3) Explain various types of Indian and Global Mutual Funds with their unique
characteristics. How Mutual Funds are different from other Investments.
Q.4) Discuss role and responsibilities of Asset Management Company towards

Mutual Fund.
Q.5) How ‘Risk Management’ plays a vital role in Insurance ? What are the
various strategies adopted by Insurance Companies to cover a risk ?
Q.6) Give Overview of various Financial Services in India.
Q.7) Discuss various Financial Products and how these products are being
managed ?
Q.8) Explain various Bank Products and state how Technology has impacted
Bank Marketing ?
[3678]-303/1
[3678]-302
LAWS RELATING TO MARKETING
(2008 Pattern)
Instructions :
(2) Figures to the right indicates full marks.
Q.1) Define Offer. State the legal rules for Valid Offer. [14]
Q.2) Explain “No Consideration, No Contract”. Are their any exceptions

to these rules ? [14]
Q.3) Define Contract of Sale. Distinguish between Sale and Agreement to

Sell. [14]
Q.4) State and explain the various Redressal Agencies created under the
Consumer Protection Act. [14]
Q.5) Define Bill of Exchange and Promissory Note. What are the Essential
of Promissory Note ? [14]
Q.6) Explain the role of Food Inspector under Food Adulteration Act with
reference to his appointment, duties and functions. [14]
Q.7) Write notes : (Any Two) [14]

(a) Define Manufacturing under VAT.
(b) Objects of Patents and Copyright Act
(c) Notice of Dishonor
(d) Cheque
[3678]-302/1
[3678]-301
INTERNATIONAL MARKETING
(2008 Pattern)
Instructions :
(1) Question No. 6 is compulsory and carries 22 marks.
(2) Attempt any 3 questions from the remaining. (16 marks each)
Q.1) Explain concepts, scope and objectives of International Marketing. What

are the challenges faced by International Marketing ?
Q.2) What is Environmental Analysis ? Explain its need in case of Global

Marketing.
Q.3) Describe International Marketing Research Process. Discuss significance

of Secondary Data in International Marketing Research.
Q.4) Briefly describe distribution channels for International Markets. What sorts
of difficulties arise in designing International Distribution Channels ?

(a) Push and Pull Strategies for International Markets
(b) Global Advertising
(c) Global Product Strategies
(d) Country Risk Analysis
[3678]-301 1 P.T.O.
Q.6) Analyse the following Case Study : [08]
INDIAN FMCG GIANTS GOING GLOBAL
After acquiring ‘Femcare’, a leading personal care brand in the
domestic market, FMCG major Dabur India is scouting for acquisitions
in global markets - especially Africa and West Asia.
Like Dabur, Emami Ltd. is also eyeing acquisitions in Africa and CIS
countries, to extend its product portfolio. Yet another FMCG major,
Marico Ltd. is looking at acquisitions in emerging markets across the
globe as part of its growth strategy. At the same time, India’s FMCG
sector is showing promising growth of 52% over the next few years.
Leading FMCG companies are in race to acquire personal care brands
from Nigerian Company, Tura International, which sells products in
West Africa and Europe.
Dabur, Emami and Marico are showing keen interest in acquiring Tura
International. With a turnover of $ 50 million, Tura, a subsidiary of
UK based Lornamead Group, today has a dominant position in
Nigeria’s Soaps and Skin Care Market.
After acquiring 27.5% stake in Zandu Pharmaceuticals last year,
Emami is now scouting for acquisitions across the globe. Dabur India
is also looking at acquisition opportunities in Africa and West Asia.
The company is aggressively scouting for acquisitions in the domestic
market too.
Marico Ltd. is already having its presence in South Africa, Egypt and
Bangladesh. Now they are looking at Organic as well as Inorganic
growth, both in India and abroad. Marico’s international operations
account for 20% of its total revenue. The turmoil in global financial
markets seems to have a favourable impact on Indian FMCG major’s
acquisition plans in domestic as well as global markets.
While many big FMCG companies find this situation an ideal opportunity
to go for acquisitions, there are others who are now cautious to invest
in merger and acquisition activities. Collectively, Dabur, Marico and
Emami have 32-34% market share in India’s FMCG segment.
Questions :
(a) Is Acquisition a suitable strategy ? [07]
(b) What advantages will Indian FMCG Companies have ? [07]
[3678]-301/2
[3678]-35
RETAIL OPERATION MANAGEMENT
(2005 Pattern)
Instructions :
Q.1) Discuss need and scope of Retail Marketing giving suitable examples.
Q.2) Explain different formats of Store Retailing. Differentiate between Store and
Non-store Retailing.
Q.3) Discuss role of Communication in Retailing. Suggest measures for effectively

communicating with the targeted customers.
Q.4) “Modern Stores Techniques are essential for successful operations of a

retail outlet.” Do you agree with this statement ? Support your answer.
Q.5) Organised retailing is growing in India. Will it continue in the present scenario
of Global Meltdown ? Justify your answer.
Q.6) Describe various types of Franchising. Explain different aspects of Franchiser -

Franchisee Relationship.
(a) Shop Display
(b) On-line Retailing
(c) Retail Marketing Mix
[3678]-35/1
[3678]-34
INTEGRATED MARKETING COMMUNICATION
(2005 Pattern)
Instructions :
Q.1) Explain multiple roles that advertising plays in context of society in general
and business firms in particular.
Q.2) Discuss concept of Sales Promotion. How does it impact Buyers ?
Q.3) Present relative merits and demerits of ‘Print Media’ and ‘Non-print Media’.
Q.4) “The toughest challenge and the biggest reward for an advertising agency
is in the client-servicing.” Comment.
Q.5) Evaluate role of a company’s website in promoting its products. What can
be the possible limitations, in this context ?
Q.6) Analyse scope and significance of ‘Public Relations’ in the ‘Promotion Mix’
of a Company.

(a) Advertisement Copy
(b) Advertising Budget
(c) Direct Marketing
(d) Ethics in Advertising
[3678]-34/1
[3678]-33
FINANCIAL SERVICES MARKETING
(2005 Pattern)
Instructions :
Q.1) Explain Services offered by a Merchant Banker.
Q.2) What factors would you take into consideration while selling a housing loan
to a customer ?
Q.3) Differentiate between Retail and Corporate Banking.
Q.4) “Mutual Fund is a much better and safer avenue for a novice investor than
direct investment in Stock Market.” Elaborate.
Q.5) How Selling Financial Services is different than Selling a Product ? Explain
thoroughly with the help of examples.
Q.6) What do you mean by IRDA ? What are its functions ?
(a) Personal Loan
(b) Venture Capital
(c) Systematic Investment Plan
(d) NBFC
[3678]-33/1
[3678]-32
MARKETING AND LAWS
(2005 Pattern)
Instructions :
Q.1) Define ‘Goods’. Write explanatory note on ‘Rights of Unpaid Seller’. [14]
Q.2) Elaborate various ingredients of a valid contract and why contract is

called Terminated by Performance and by Legal Tender under Indian
Contract Act ? [14]
Q.3) What are various redressal agencies under Consumer Protection

Act ? [14]
Q.4) Explain Procedure for Registration of a Trade Mark and what are
various effects of Registration ? [14]
Q.5) What is Contract of Agency ? What are various duties and responsibilities
of Principal and Agent ? [14]
Q.6) Write notes on : [14]

(a) Legal Provisions Relating to Copyrights
(b) Legal Provisions Relating to Patents and Trademarks, Labelling
and Packaging.
[3678]-32 1 P.T.O.
Q.7) Explain Promissory Note, Bill of Exchange and various rights of True
Owner. [14]
Q.8) Define ‘Adulteration’. Write legal provisions regarding Food and Drug
Adulteration. [14]
[3678]-32/2
[3678]-31
INTERNATIONAL MARKETING
(2005 Pattern)
Instructions :
(1) Question No. 6 is compulsory and carries 22 marks.
(2) Attempt any 3 questions out of the remaining each carrying
16 marks.
Q.1) (A) Define and explain Scope of International Marketing. [06]

(B) Discuss various driving and restraining forces of International
Marketing. [10]
Q.2) “Cross Cultural Marketing poses biggest challenge to today’s Marketers.”

Critically comment on this statement. [16]
Q.3) Explain advantages and disadvantages of Standardised Global

Advertising Theme with live examples. [16]
Q.4) Explain factors influencing International Pricing Decisions. [16]

(a) Desk Research and International Marketing
(b) Piggyback Marketing
(c) International Product Life Cycle
(d) Product Adaptation
(e) Country Risk Analysis
(f) Hofstede’s Model of Cultural Analysis
[3678]-31 1 P.T.O.
Q.6) Case Study : (Compulsory Question)
“We want to be affordable to all consumers across various price
points.”
– Harmeet Pental, MD, Avon Beauty Products (India) Ltd.
Avon entered India in 1996. The company took two years to test market
their products. After that the product portfolio was made as per indian
consumer’s Product and Price Preferences. The first portfolio of the
products was for high end customers.
Avon’s multilevel business strategy was not successful in India. In 1998,
they dropped multilevel system and adopted single level direct sales
structure. It took Avon 2 years to understand sales structure strategies
in India. One more reason for launching a single level structure was
that the model was used all over the world and multilevel sales were
Avon’s Core Competency.
India has a good growth opportunity for Avon products. In the year
2003, Avon registered a growth rate of 34.5% over previous year.
In the year 2004, Avon introduced several new products in the mass
segment, along with attractive prizes to be won.
Avon had two-fold strategy to strengthen Avon product portfolio, and
to expand its distribution network. Avon wanted to be affordable to
all consumers across various price points. It hade make-up, skin care
and fragrance products priced to suit all segments.
It launched 125 new Stock Keeping Units (SKUs) in 2004.
By 2009 Avon had 1,25,000 distributors through direct channels in 30
cities and another 50 through indirect.
Colour Cosmetics are the largest in terms of product sale and skin
care and fragrances have the same percentage sales.
The pricing strategy is very simple, price more or less the same as
competitors.
Avon had a 5% share of the domestic cosmetics, fragrances and skin
care market through direct marketing.
[3678]-31 2 Contd.
Avon leveraged its distribution network in jewellery, intimate apparels
and nutrition and well-being products (e.g. nutritional supplements and
anit-oxidants).
The biggest challenge facing any cosmetics company in India which
uses direct selling channel is that of the proliferation of scam companies.
“The Indian Direct Selling Association (IDSA) had submitted a draft
act to the Government to regulate direct selling industry two years ago.
Industry has raised several issues such as protecting consumers against
Pyramid Schemes, legitimising the industry, and distinguishing genuine
direct sellers from look - alikes.
Avon has third-party contract manufacturers, which include Aero
Pharma (which manufactures lipsticks, pressed powders, lip balms
fragrances, scrubs and face masks) Shree Shiddhi Vinayak (which
produces talcs). Assam Cosmetics (which makes cold creams and body
lotions) and Colortek (manufacturer of cold cream, sunscreens, body
lotions) among some others.
Answer the following questions :
(a) Discuss Avon’s pricing strategy in India. [08]
(b) What will be the advantages of Direct Selling v/s Multi-level Sales
for Avon India. [04]
(c) Comment on Product Strategy of Avon with the help of Ansoff’s
Matrix. [06]
(d) What advantages Avon has enjoyed by leveraging its distribution
network. [04]
[3678]-31/3
[3678]-406
M. M. M. ( Semester - IV ) Examination - 2009
RURAL AND AGRICULTURAL MARKETING
(2005 Pattern)
Instructions :
(1) Question No. 1 is compulsory. Attempt any three of the
remaining questions.
(2) Make and state your assumptions wherever necessary.
(3) Give illustrations to substantiate your answers.
Q.1) (A) Shri Niranjan Ujgare is newly appointed Managing Director of

a Fertiliser Company. He wants to provide a Blue Print to all
his Regional Managers for giving boast to sales of the company’s
products. Prepare a brief for the purpose. [15]
(B) Discuss in short the complimentary relationship between Rural

and Urban Marketing. [10]
Q.2) Elaborate causes for low uptake in Marketing Profitability of Agricultural

Produce. [15]
Q.3) Critically examine nature and scope of Agribusiness in present

situation. [15]
Q.4) State different dimensions and salient features of Indian Rural

Economy. [15]
Q.5) Explain need of development of infrastructure facilities in Rural

India. [15]
[3678]-406 1 P.T.O.
Q.6) Write short notes : (Any Two) [15]
(a) Segmentation in Rural Marketing
(b) Reasons for Slow Progress in Co-operative Sector
(c) Difference in the Interests of Agricultural Producers and Consumers

at large.
(d) Non-conventional Forms in Research in Rural and Agricultural

Marketing
[3678]-406/2
[3678]-405
INDUSTRIAL MARKETING
(2005 Pattern)
Instructions :
(2) Attempt any four from the remaining.
Q.1) You are a provider of Industrial Cleaning Service. Prepare a Sales

Presentation for a company engaged in manufacturing of soft toys. State
your assumptions clearly.
Q.2) Discuss with example how Industrial Buying Process is different from
Consumer Buying Process. Give examples.
Q.3) How are Industrial Goods and Services classified ? How does the buying
process differ for each of the classification ?
Q.4) Which factors would you consider while deciding price of any industrial
product in general ? Which specific factors you will consider for pricing
of Computer Maintenance Service ?
Q.5) Discuss opportunities and threats to marketing of Industrial Products due

to global sourcing for India.
Q.6) Explain Process of Segmentation, Targetting and Positioning of Industrial

Products and Services with suitable examples.
[3678]-405 1 P.T.O.
(a) Reseller’s Market
(b) Role of Personal Selling for Industrial Products
(c) Distribution Channels for Industrial Products
(d) Demand Forecasting for Industrial Products
[3678]-405/2
[3678]-404
DIRECT MARKETING
(2005 Pattern)
Instructions :
Q.1) What is Corporate Communications ? Enlist and explain specific requirements

and skills for a Successful Corporate Communicator.
Q.2) What is the importance of In-house Communication ? Explain Design and
Conceptualization Process of –
(a) House Journals
(b) Customer News Letter
Q.3) As a Event Manager for a Event Management Company how will you
organise an exhibition of ‘Construction Equipments’ ?
Q.4) You have been appointed to make a presentation on Internet Facility provided
by your Internet Service Provider company. How will you make the
presentation more effective ?
Q.5) How to organise a Press Conference ? Give steps involved in drafting and
releasing of Press Releases.
Q.6) Define Direct Marketing. Give its role and significance with suitable
examples.
(a) Sales Promotion Brochures
(b) Media Selection for PR
(c) Reference Manuals
[3678]-404/1
[3678]-403
EXPORT DOCUMENTATION AND FOREX MANAGEMENT
(2005 Pattern)
Instructions :
Q.1) To the Exporters what institutional support is available from Government,

Semi-Government and Autonomous Organisations ?
Q.2) How ‘Foreign Exchange Rates’ are decided, understood and protected
against adverse situation ?
Q.3) Explain the following documents :

(a) Consular Invoice
(b) Certified Invoice
(c) Packing List
(d) Bill of Exchange
(e) Shipping Advice
(f) Certificate of Shipment
(g) Antiquity Certificate
Q.4) What facilities and incentives are provided to Exporters by Government ?
[3678]-403 1 P.T.O.
Q.5) How, Exporter arranges External Commercial Borrowings, Pre and Post
Shipment Finance ?
Q.6) Explain in detail various types of Letters of Credit and define Letter of
Credit.

(a) Exporting as Market Entry Strategy
(b) Procedure for Sending Samples Overseas
(c) Appointment of Overseas Agent
(d) Documents for Transportation of Goods
(e) Institutional Support to Exporter from Autonomous Organisations
[3678]-403/2
[3678]-402
STRATEGIC MARKETING
(2005 Pattern)
Instructions :
Q.1) “Marketing Strategy is a product of the vision, mission, goals and objectives
of the organisation.” Discuss.
Q.2) Explain with examples how competition analysis is useful in gaining
competitive edge.
Q.3) Discuss concept and objectives of Strategic Marketing Management.
Q.4) “Implementation of Marketing Strategy in Services Sector is a challenging
task.” Comment.
Q.5) Enumerate different pricing strategies with their merits and demerits.
Q.6) Name of the Company : XYZ Motors Ltd.
Product : ABC - Small Car (Priced Rs. 1 lakh)
As a key person of strategic management team, formulate strategy for
marketing of the product.
(a) Porter’s 5 Forces Model
(b) BCG Matrix
(c) Constraints in Marketing Strategy Implementation
[3678]-402/1
[3678]-401
BRAND MANAGEMENT
(2005 Pattern)
Instructions :
(1) Attempt any 5 questions.
Q.1) Explain process of New Product Development.
Q.2) Explain with the help of any 2 FMCG brands the process of Brand Building.
Q.3) Explain concept of Retail Brand Vs. Manufacturer Brand.
Q.4) What are the types of Brand Extentions ? Discuss advantages and
disadvantages of Brand Extension.
Q.5) What do you understand by Brand Equity ? Explain various methods of

calculating Brand Equity.
Q.6) What is Brand Endorsement ? Explain role of celebrities in endorsing the

Brand.

(a) Co-branding
(b) Brand Architecture
(c) Brand Positioning of Fanta ‘Apple’
(d) Ingredient Branding
[3678]-401/1
[3678]-56
FUNDAMENTALS OF MANAGEMENT ACCOUNTING
(2002 Pattern)

Instructions :
(1) Attempt any two questions each from section I and section II.
(3) Use of simple calculator is allowed.
SECTION - I
Q.1) Define Management Accounting. Explain how it differs from Financial as

well as Cost Accounting.
Q.2) What do you mean by various Accounting Principles ? Explain various

accounting concepts and conventions used in Double Entry System.
Q.3) Explain the following terms with appropriate examples :

– Trial Balance
– Fixed Cost and Variable Cost
– Sunk Cost and Opportunity Cost
[3678]-56 1 P.T.O.
SECTION - II
Q.4) Using the information and the forms given below, compute Balance Sheet
for a firm having sales of Rs. 36 lakhs.
Sales/Total Assets 3
Sales/Fixed Assets 5
Sales/Current Assets 7.5
Sales/Inventories 20
Sales/Debtors 15
Current Ratio 2
Total Assets/Net Worth 2.5
Debt/Equity 1
Balance Sheet
Liabilities Rs. Assets Rs.
Net Worth – Fixed Assets –
Long Term Debt – Inventories –
Current Liabilities – Debtors –
Liquid Assets –
– –
Q.5) From the following Balance Sheet of M/s. AB for the year ended 31st
December, 2006 and 2007 prepare funds flow statement :
Liabilities 2006 2007 Assets 2006 2007
Share Capital 40,000 57,500 Plant 7,500 10,000
Creditors 10,600 7,000 Stock 12,100 13,600
P and L A/c. 1,400 3,100 Debtors 18,100 17,000
Cash 14,300 27,000
Total 52,000 67,600 Total 52,000 67,600
[3678]-56 2 Contd.
Q.6) The Sales Turnover and Total Cost of M/s. BBC Ltd. are as under :
Year Sales (Rs.) Total Cost (Rs.)
2003 1,50,000 1,20,000
2004 1,80,000 1,42,500
You are required to calculate :
(a) Profit Volume Ratio
(b) Fixed Cost
(c) Break-even Point
(d) Sales to earn a profit of Rs. 45,000
(e) Variable Cost for 2004
[3678]-56/3
[3678]-55
FUNDAMENTALS OF INFORMATION TECHNOLOGY
(2002 Pattern)

Instructions :
(1) Attempt any six questions.
Q.1) What is Operating System ? Explain its function.
Q.2) Explain each Component of Computer and its function.
Q.3) Why do we need File Service ? What are the basic services given by File
Service ?
Q.4) Explain types of Computers.
Q.5) Explain role of Office Software in Marketing Division.
Q.6) What is Application Software and System Software ?
Q.7) Why do we need Numbering System ? Explain with example.
[3678]-55/1
[3678]-52
STRATEGIC MARKETING
(2002 Pattern)
Instructions :
(1) Answer any four questions.
Q.1) “Environment influences Marketing Strategy.” Discuss.
Q.2) Explain process of designing Distribution Channel.
Q.3) Explain various pricing methods and point out factors affecting Pricing
Decision.
Q.4) Explain 5M’s of Advertising.
Q.5) “Services Marketing is different from Goods Marketing.” Explain.

(a) Channel Logistics
(b) Sales Promotion
(c) Personal Selling
(d) Public Relations
(e) Marketing Strategy
[3678]-52/1
[3678]-51
MARKETING AND THE LAWS
(2002 Pattern)
Instructions :
Q.1) Answer under Indian Contract Act : [14]

(a) What is ‘Contract’, ‘Offer’ and ‘Acceptance’ ?
(b) What are various essential conditions for a valid contract ?
Q.2) Write notes on, under IT Act : [14]

(a) Objectives
(b) Digital Signature
(c) E-governance
Q.3) What is ‘Complaint’ ? What are the ‘Redressal Agencies’ under

Consumer Protection Act ? [14]
Q.4) What is ‘Trade Mark’ ? What is the procedure for registration of

Trade Marks ? [14]
Q.5) Define ‘Principal’, ‘Agent’. What is the procedure for creation of

Agency ? [14]
[3678]-51 1 P.T.O.
Q.6) Write notes : (Any Two) [14]
(a) Undue Influence
(b) Copyright
(c) Objectives of Consumer Protection Act
Q.7) Define ‘Condition’ and ‘Warranty’. Distinguish between ‘Condition

and Warranty’. [14]
[3678]-51/2

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Total No. of Questions : 7] [Total No.

Q.1) Define Consumer Segmentation. Explain Parameters of Consumer

Q.2) Discuss Engel - Kollat - Blackwell Model with diagram in detail.

Q.3) (A) Explain meaning of Consumer Behaviour.

Q.4) Discuss Maslow’s Theory of Motivation with reference to Consumer

Q.5) Write short notes : (Any Two)

Q.7) (A) Define Marketing Research.

Q.1) (A) Explain importance of defining the Research Problem.

(B) Prepare a Frequency Distribution Table for the following data :

The marks scored by 50 students in an examination paper are

Draw bar chart for the data tabulated above. [05]

Q.2) Explain in detail the Process of Interviewing, as a tool for data

Q.3) Construct a questionnaire for the survey of television viewer’s opinion,

Q.6) Write short notes : (Any Four) [20]

(a) Experimental Method

(b) Importance of Sampling in Research

(c) Qualities of a Good Research Report

(d) Primary and Secondary Data

(e) Errors in Measurement

Q.2) Why Joint Stock Company Form of Business Organisation is popular ?

Q.5) Describe Internal and External Economies of Scale.

(B) What is Cost Plus Pricing ?

Q.7) Write notes on any two of the following :

Q.1) Newstar Hotels provides AC and Non-AC rooms for customers.

(a) Draw 1st Level DFD. [10]

(b) Design normalized file layout for storing customer information,

(c) Draw layout of Final Bill. [05]

Q.5) Explain User Interface Design Methods and Principles. [10]

Q.6) Write short notes : (Any Three) [5x3=15]

(a) Data Codification Schemes

(b) Controlled De-normalization

(d) Types of Systems

(e) Role of Analyst

Q.3) What are various bases of Market Segmentation ? As a Marketing Manager

Q.5) Define Pricing. Describe factors influencing Pricing Decision.

(a) Approaches to Marketing

(b) Stages in Product Life Cycle

(c) Marketing Ethics

Q.1) (A) Define Management. Explain its importance. Explain Fayol’s

Q.3) Explain Leadership. What are different styles of Leadership ? [15]

Q.4) Explain TQM Process and Quality Circles. [15]

Q.5) Explain concepts of Planning and Controlling. [15]

Q.6) Write short notes : (Any Three) [15]

Q.2) Explain relationship between Environmental Factors and Consumer Behaviour.

Q.3) What is ‘Consumerism’ ? Explain in detail the role of Government and

Q.4) Discuss role of Personality and Self-concept in shaping Consumer Behaviour.

Q.5) “Most of the Purchasing Decisions of Indian Consumer are influenced by

Q.6) Write a note on Consumer Decision-making Process.

Q.7) Write short notes : (Any Two)

Q.1) (A) Explain ‘Social Research’. In Business Management, Social

Q.4) Explain steps involved in formulating a Research Problem. [10]

Q.5) Discuss different methods of Primary Data Collection. [10]

Q.6) Write short notes : (Any Four) [20]

(a) Characteristics of a Hypothesis

(b) Use of Computers in Research

(c) Ranking and Rating Scales

(d) Casual Research Design

(e) Tabular / Graphical Methods of Data Representation

Q.3) Explain concept of ‘Price Elasticity of Demand’ with reference to types,

Q.4) State and explain ‘Law of Variable Proportions’.

Q.5) Describe short-run and long-run equilibrium of a Monopoly Firm.

Q.6) (A) Explain any two Organisational Goals.

Q.7) Write notes : (Any Two)